If you’re dreaming about stepping on stage and sharing your message with the world, then here’s a truth that might rattle you: You need to want it so bad that you’d speak for free.
I was recently chatting with the incredible Toni Collier on my podcast, and she said something that’s stuck with me ever since:
“I got excellence in exchange for currency.”
Let that sink in for a moment. It’s not just about speaking to make a living—it’s about building a craft, serving others, and putting in the reps. It’s about the passion that drives you to stand on that stage, pour your heart out, and change someone’s life. And that’s not something you can achieve overnight.
If you want to get paid to speak, you’ve got to first embrace the stage for free. Not just once or twice, but as many times as it takes to earn the experience, the confidence, and the excellence that make you worth every penny someone invests in you. Here are three reasons why this approach matters so much.
Why Speaking for Free Is the Best Investment You Can Make
1. Practice Makes Paid: You Need the Reps
You wouldn’t expect an athlete to play in the Super Bowl without years of practice, right? Speaking is no different. Every time you speak, you’re learning what works, what doesn’t, and how to better serve your audience.
Here’s the thing—your audience deserves your best. If someone is giving you their time, they deserve a speaker who has put in the work. They deserve a message that’s compelling, concise, and powerful.
Speaking for free isn’t about undervaluing yourself. It’s about paying your dues to master the art of public speaking. It’s about figuring out:
• What resonates with your audience
• How to clearly and confidently deliver your message
• How to craft a talk that’s entertaining, inspiring, and transformative—all at once
The stage isn’t just a place to “share your story.” Your story is the tool, but the goal is to serve your audience. That takes practice, and practice takes time.
2. Excellence in Exchange for Currency
Toni Collier shared this powerful truth:
“I spoke for free for years before I ever got paid—hundreds, if not thousands of presentations—because I needed to do it. I wanted to do it. This was my passion. The fact that I eventually got paid to do it was a bonus.”
You can’t rush excellence. You can’t skip the process. Every free talk you give is currency—it’s an investment in your craft. Over time, your skills will evolve, and when the opportunity to get paid comes, you’ll be ready.
The key point I want you to remember is this: The more you speak for free, the faster you’ll get paid.
Why? Because speaking opportunities lead to more speaking opportunities. People need to see you in action. Whether it’s in person, on a stage, or in a demo video, being visible builds credibility.
“The more you speak, the more you speak.”
It’s that simple.
3. Free Speaking Builds Relational Capital
When you’re starting out, speaking for free is about more than just practice. It’s also about building connections and expanding your reach.
Every free engagement puts you in front of a new audience and introduces you to new opportunities. These events are where you’ll:
• Network with event organizers, attendees, and other speakers
• Gain exposure for your brand and message
• Build trust and relational capital that could lead to paid gigs down the road
The relationships you build today can open doors tomorrow. The more stages you step on, the more people will know your name, hear your message, and think of you when they’re looking for a speaker.
And let me tell you—referrals are gold. Most successful speakers will tell you that their best opportunities came from someone who saw them speak and said, “We need you at our next event.”
The Faster You Speak for Free, the Faster You’ll Speak for Fee
You can’t skip the work. You can’t shortcut the process. But you can embrace it. The sooner you’re willing to step on a stage for free, the sooner you’ll gain the skills, confidence, and connections to get paid what you’re worth.
So, if you’re wondering, “How do I set my speaking fees?” my advice is this: Start by earning your right to charge them. That doesn’t mean you’ll speak for free forever. It means you’re committed to putting in the reps, perfecting your craft, and serving your audience so well that people can’t help but want to pay you.
When you focus on excellence first, the money will follow.
Ready to Build Your Speaking Career?
If speaking is your calling, don’t wait. Start now. Embrace the free opportunities, hone your skills, and let your passion shine through.
And if you’re ready to take your speaking career to the next level, let’s talk. At Brand Builders Group, we help people like you craft your message, build your personal brand, and create a roadmap to get paid doing what you love. Schedule a free call today and let’s explore how we can help you turn your passion into your profession.
You’ve got a message the world needs to hear. Ready to make it happen?
